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Is Relationship Building Actually Hurting Your Business?
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One of the BIGGEST mistakes that people make when it comes to adding value is being trapped in ‘relationship building’, or what I like to call SERVING MODE.
They spend all day in conversations ‘building relationships’ but they never bring up their business because they’re afraid to come across salesy.
While likeability gets you in the door, in order to actually make money and help people, it takes something different.
I’m going to show you exactly what that is in this episode.
You’ll learn…
– how to get unstuck from the ‘relationship building’ trap
– ineffectiveness of transactional conversations
– the importance of understanding people’s problems
– the challenger sale concept
FREE CHALLENGE on Transformational Selling! Register HERE – www.yourvirtualupline.com/transform
Episode Quotes
“Sales and service are not opposites.”
“Transformational selling is based in LOVE not FEAR.”
“Credibility generates value and drives a relationship closer to a sale.”
“Stop becoming an expert on your product and start becoming an expert on people's problems.”
Listen to Learn
01:58 – Review of the Week
02:49 – The ‘relationship building' trap
05:43 – Disadvantage of transactional selling
08:29 – Why become an expert on people's problems?
15:44 – Challenger Sale concept